Modified Rebuy


Definition: a Modified Rebuy is a buying situation in which goods are purchased that have been purchased previously but there are significant differences in the terms of the purchasing contract under review: some elements of the previous order are changed, such as the technical specifications, terms, price, delivery arrangements, packaging, design, or quality.
The significance of these differences might reflect changes in the customer's requirements, or in the customer's competitive position, or in a supplier's offerings.
Robinson, Faris, and Wind (1967) suggested a division of organizational buying into 3 categories: new task, modified rebuy, and straight rebuy.


More on procurement and purchasing: Buygrid Framework, Kraljic Matrix, Post Purchase Behavior. You may also be interested in: 14 Points of Management, 5 Whys.


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